Juanjuan Zhang

Epoch Foundation Professor of International Management
Professor of Marketing

Biography | Selected Publications

"Learning from Experience, Simply," Marketing Science, Juanjuan Zhang, Song Lin, John Hauser (forthcoming)

“Why Do Sales People Spend So Much Time Lobbying for Low Prices?” Zhang, Juanjuan, and Duncan Simester. Marketing Science, Vol. 33, No. 6, November-December 2014, pp. 796-808.

"Tweets and Sales," S. Gong, J. Zhang, P. Zhao, and X. Jiang. Working Paper (2014)

Deadlines in Product Development. Management Science, minor revision (2014)

"Policy and Inference: The Case of Product Labeling." Working Paper (2013)

"(De)marketing to Manage Consumer Quality Inferences," Juanjuan Zhang, Jeanine Miklós-Thal, Journal of Marketing Research, 50(1), 55-69. Media coverage: Knowledge@Wharton, Carta de Noticias (2013)

"Days on Market and Home Sales" Juanjuan Zhang, Catherine Tucker, Ting Zhu, RAND Journal of Economics, 44(2), 337-360. (2013)

Asymmetric Pricing Policies in Chain Store Competition (with Liang Guo) Marketing Science, revise & resubmit (2012)

"Consumer Deliberation and Product Line Design," Juanjuan Zhang, Liang Guo, Marketing Science,31(6), 995-1007 (2012)

"Observational Learning: The Sound of Silence" Zhang, Juanjuan. Encyclopedia of the Sciences of Learning, Norbert M. Seel (Ed.), Springer. Book available at MIT Libraries.

"Rational Herding in Microloan Markets," Zhang, Juanjuan, Peng Liu,Management Science, 58(5), 892-912. Online Appendix. Media coverage: Forbes, Financial Times, Boston Herald, Federal Reserve Bank of Boston (2012)

"How Does Popularity Information Affect Choices? A Field Experiment," Tucker, Catherine, and Juanjuan Zhang, Management Science, 57(5), 828-842. Online Appendix (2011)

"Why Are Bad Products So Hard to Kill?," Zhang, Juanjuan, and Duncan Simester, Management Science, 56(7), 1161-1179 (2010)

"Growing Two-Sided Networks by Advertising the User Base: A Field Experiment," Zhang, Juanjuan, and Catherine Tucker, Marketing Science, 29 (5) 805-814 (2010)

"The Perils of Behavior-Based Personalization," Zhang, Juanjuan. Marketing Science, 30(1), 170-186. Finalist, 2011 John D. C. Little Award (2010)

"The Sound of Silence: Observational Learning in the U.S. Kidney Market," Zhang, Juanjuan. Marketing Science, 29 (2) 315-335. Media coverage: Slate Winner, 2010 Frank M. Bass Award Finalist, 2010 John D. C. Little Award

Designing Pricing Contracts for Boundedly Rational Customers: Does the Framing of the Fixed Fee Matter?," Zhang, Juanjuan, and Teck-Hua Ho, Management Science, 54(4), 686-700 (2008)


Contact Information
Office: E62-537
Tel: (617) 452-2790
Fax: (617) 258-7597
Support Staff
Name: Christina Sherman
Tel: (617) 324-4095

General Expertise
Applied economics; Asia; Channel Management; Competitive strategy; Crowdfunding; Customer Relationship Management (CRM); Emerging markets; Innovation management; Marketing Strategy; Product management; Sales force management; Social influence; Social media; Web-based marketing